SALES SUCCESS
WAREHOUSE AND INDUSTRIAL
Industrial language As many dealers look to diversify their product ranges and client bases some are turning to warehouse and industrial spaces for opportunities
W
ith the market for traditional office
sourcing safety signs for the site. “Sales of safety products are driven by the
signage, to meet specific requirements not met by off-the-shelf products, is a pre-
products continuing
need for employee protection and compliance
to decline – not
with Health and Safety Executive (HSE)
helped by the
regulations. With more than 140 workers
sell first aid kits and related products, as
pandemic – many
killed while at work during FYE21 (source:
Ben Corrigan, national sales manager at
dealers are looking at diversifying their
HSE Workplace fatal injuries in Great Britain,
Safety First Aid Group, explains. “The
product mix and breaking into new markets
2021 report), and the staggering economic
industrial workplace is, of course, a higher
to gain additional revenue.
cost to businesses of injuries and fatalities,
risk environment than offices; it requires a
there’s a clear need for safety signs to mitigate
higher number of kits per employee and the
opportunity for dealers is the industrial
risks in all areas of commercial premises –
usage of the products is higher,” he says. “The
supplies market, as Steve Plaistowe, business
and especially within factories, distribution,
industrial sector also has demand for a larger
development manager, office products
transportation, waste management and
range of products than offices.”
channel, at Spectrum Industrial, explains.
operational sites.
One sector that provides a great
“Safety signs and posters and similar products
“Safety signs, posters, etc., are key
requisite to success in the safety market.” Staying with safety, dealers can also
Ben adds that specialist knowledge is not required for dealers to sell first aid products.
are a great opportunity for resellers to delve
requirements for all businesses and, while
“End users understand what their own
further into,” he says. “If the reseller has
not technically challenging, there’s a
requirements are and the British Standard
already been selling catering/janitorial/
requirement for a broad range to be offered
can be used to guide people as to the number
workwear/PPE to a consumer business, then it’s
to the consumer given the myriad of different
and size of kits they require per employee.
highly likely they’ve already built a relationship
circumstances relevant to each operational
In addition, larger sites will have had to risk
with the same person who is responsible for
site. Then, the ability to offer custom/bespoke
assess their operation and will know what first
[38] FEBRUARY 2022
www.dealersupport.co.uk
